Territory Sales - Field Sales Account Executive - Senior

DESCRIPTION

We are looking for a talented Territory Sales - Field Sales Account Executive - Senior to join our team specializing in Sales for Cummins, Inc. in Savannah, GA.

In this role, you will make an impact in the following ways:

• Identify and Contact Prospective Customers : Develop opportunities to increase sales by researching and reaching out to potential customers.
• Execute Account Plans : Create and implement account plans for top prospects, including conducting face-to-face sales calls.
• Build and Strengthen Customer Relationships : Develop new customer relationships and enhance existing ones to understand their needs, business models, and buying processes.
• Offer Solutions : Use your understanding of customer needs to identify and present Cummins solutions, helping customers see the value and advantages.
• Conduct Negotiations : Negotiate terms according to company guidelines, including payment terms.
• Assist with Accounts Receivables : Help collect accounts receivables, maintain acceptable levels of past due accounts, and collaborate with customers and internal stakeholders to resolve delinquent payments.
• Drive Sales and Ensure Customer Satisfaction : Achieve sales targets, ensure customer satisfaction, and maintain strong customer relationships to generate future sales and repeat business.
• Maintain Sales Forecasts : Track and maintain sales forecasts, ensuring progress and accuracy against the forecast.

• Developing Account Strategy - Evaluate the current state of the account in terms of relationships, financial health, product competitiveness, barriers, quality, and service.Balance customer requirements with business capabilities to set realistic and achievable targets.Ensure that your account strategy supports the broader business objectives.
• Sales Forecasting - Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns. Use the insights gained to develop reliable forecasts of future consumption patterns.
• Sales Pipeline Management - Develop detailed sales strategies and plans based on the current pipeline.Regularly assess the size, contents, and progress of the pipeline to ensure it is on track.Be flexible and ready to adjust your sales strategies and plans based on pipeline health.
• Account Planning - Define specific, measurable goals that align with the overall business strategy.Implement tools and processes to track progress and identify areas for improvement.

• Required: College, university, or equivalent degree in Marketing, Sales or a related subject, or acceptable sales related work experience, or an acceptable combination of education and experience.
• This position may require licensing for compliance with export controls or sanctions regulations.
• Intermediate level of relevant work experience required.

• Should have a basic understanding of the construction industry, namely in the Commercial Electrical and Emergency Power applications
• Position is to be based around Savannah, GA area, territory to include southern portion of GA in which travel will be required
• Candidate should possess good communication skills with the ability to develop personal relationships with customers
• Past work experience in a technical role with sales experience is helpful
• Candidate should be a self-starter with the ability to meet work-plan KPI's